LEADER 03097nam 2200541 450 001 996213075803316 005 20230421043741.0 010 $a1-85418-563-2 035 $a(CKB)1000000000336971 035 $a(EBL)309004 035 $a(OCoLC)171581714 035 $a(SSID)ssj0000079663 035 $a(PQKBManifestationID)11983386 035 $a(PQKBTitleCode)TC0000079663 035 $a(PQKBWorkID)10075935 035 $a(PQKB)10741073 035 $a(MiAaPQ)EBC309004 035 $a(EXLCZ)991000000000336971 100 $a20181009d1998 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aNegotiating tactics and techniques for software & Hi-Tech agreements /$fRobert Bond 210 1$aLondon :$cHawksmere,$d[1998] 210 4$dİ1998 215 $a1 online resource (229 p.) 300 $aDescription based upon print version of record. 311 $a1-85418-110-6 327 $aAcknowledgements; Author; Preface; Contents; 1. Understanding negotiating principles; 2. Preparing for negotiation; 3. Memoranda of Understanding and Heads Agreement; 4. Getting the content right; 5. Overcoming classic obstacles and obstructions; 6. Tactics of customers; 7. Further customers negotiating tactics; 8. Creative problem solving; 9. The use of non-verbals in negotiation; appendices; Appendix A Case study; Appendix B Heads of Agreement for software distribution; Appendix C Multimedia product licence and distribution agreement; Appendix D Software Escrow agreement (multiple licensee) 327 $aAppendix E Patent licenceAppendix F Non-disclosure undertaking; Appendix G Confidentiality letter; Appendix H Confidentiality and non-disclosure agreement; Appendix I Disputes and law; Appendix J Sample Invitation to Tender (ITT); Glossary; Recommended reading 330 $aWhat does negotiating in the hi-tech sector involve? The hi-tech sector is different. Commercial negotiations tend to cover all aspects of the transaction, not just issues such as price, performance and deadlines. The high value attributable to the intellectual property element of technology transfer transactions adds an additional dimension. The sheer internationalism of sectors such as information technology, telecommunications, biotech and pharmaceutical technology increase the complexity of the cultural and legal issues that are relevant to the negotiator. How will this Report help your bu 606 $aNegotiation in business 606 $aAcquisition of computer software$xManagement 606 $aRequests for proposals (Public contracts) 615 0$aNegotiation in business. 615 0$aAcquisition of computer software$xManagement. 615 0$aRequests for proposals (Public contracts) 676 $a343.410999 700 $aBond$b Robert$g(Robert T. J.),$0845776 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a996213075803316 996 $aNegotiating tactics and techniques for software & Hi-Tech agreements$92399825 997 $aUNISA